How to Give Business to a Competitor in One Easy Move
Here’s a story that you should listen to!
A managing director that I know had recently been to visit a customer. The managing director was making an important presentation and hoping to win a new contract, and traveled to the customer by train.
On the way back, the sales manager asked the managing director how he thought the meeting had gone. The MD refused to say anything until they were back in the office.
He had a good reason for his silence
He had recently been on a plane to travel to another sales meeting. His competitors were on the same plane. They had used the flight to discuss how they were going to handle their negotiations. The managing director heard every word.
He used his knowledge to create a pitch which made sure he came over better than the competition. He won the business.
Careless talk costs contracts
I have been waiting in the same reception area and stayed at the same hotels as competitors. I’m always VERY careful about where I talk!
P.S. Find out more ideas on how to increase sales with today’s buyers: download my free ebook “Ten Common Print Selling Errors and What To Do About Them.” You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."